Episode description

BONUS: a short bonus episode from the client's perspective - "Why They Didn't Buy Part 11 - Too Good for Sales Coaching." Great CPE or CPD for accountants with tips on how to avoid complacency in thinking that you don't need any training or coaching to win business.

In these bonus episodes, we focus on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Key takeaways from this episode include:

➯ stats from making thousands of telemarketing calls to and for accounting firms

➯ making the case for sales training to close leads generated for accounting firms

➯ the reasons why accountants win or don't win business by converting leads they are given

➯ flipping the power position for accountants meeting potential new clients and the role of humility with prospects

➯ why professional accounting advisors treat new business opportunities with a degree of complacency and even laziness

➯ comparing first new client sales appointments with first dates in the accounting world

➯ reasons why prospects don't buy an accountant or engage your firm that ultimately come down to them not feeling respected or impressed

➯ the reasons behind a complacent mindset in accountants who feel they don't need any coaching or education on turning leads into new business

➯ how accountants can understand the lifetime value of clients to facilitate better sales conversations

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We'd love to get to know you!

Join, follow, subscribe, like, share and engage with the Accounting Influencers Communities on any of these platforms:

➺ Main show website. For access to every single show with full shownotes: https://accountinginfluencers.captivate.fm

➺ LinkedIn. For announcements of published shows, tagging guest so you can build your network and offer feedback on the show: https://www.linkedin.com/company/accountinginfluencers

➺ Youtube. For videos of all podcast interviews and bonus video content: https://www.youtube.com/channel/UC3AwPLSr2rCqTylGj0s7TJQ

➺ Twitter: https://twitter.com/accinfluencers

➺ Facebook: https://www.facebook.com/accountinginfluencers

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NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives